Writing to you today from somewhere between Rosemary Beach, FL and Fort Worth, TX.
Our late-May beach vacation got pushed back to September (thanks, COVID). 4 sunshine-y days bookended a 3-day stint on the edge of Hurricane Sally. The giant waves and massive winds were… unreal.
Anyway, when I was doing my Morning Formula this a.m. before we got on the road, a line jumped out at me that I thought I should share with you:
“Money loves speed.”
I don’t know who originally said this as it’s been repeated so many times over the years. Google couldn’t even give me a good answer. It’s a general business heuristic at this point.
If you haven’t heard that money is attracted to speed, the concept is self-explanatory:
The faster you can move, the more momentum you can create (and preserve), the more money is likely to flow in your direction.
And this can be the difference between a consultation template that looks like swiss cheese, and one that’s busting at the seams with double-booked appointment times. (a good problem to have)
Some examples from the patient journey:
- Booking a consult – The faster you contact a new lead, the more likely you are to connect with them to book a consult. Money loves speed.
- Showing for a consult – The sooner you can get someone in for a consult, the more likely they are to show up. Money loves speed.
- Booking SX – The more you can minimize downtime in the consult, the more momentum and excitement you can build = set yourself up took book surgery for your ideal prospects. Money loves speed.
- Keeping the SX appt – The sooner you can book that surgery, the less likely they are to get cold feet and back out. Money loves speed.
- Getting referrals – The faster you can get people talking/reviewing/sharing/posting about their treatment after it’s done, the more referrals they are going to generate for you. Money loves speed.
It’s a mindset more than anything else. And as you can see, it has massive effects throughout the patient journey.
More:
While money is attracted to speed, I’m not recommending you “rush” patients to make a hasty decision.
“I don’t want to hard sell, Troy!” Yeah, I don’t want you to. You don’t have to. You actually shouldn’t. It doesn’t work anyway.
You must leverage speed and momentum in the proper context .
When done in the right way, this is how you help your ideal patients overcome their irrational fears and take the action they know they need to take. That’s how you can move them from the phone to the consult to the surgery suite in short order.
We cover this in our 12-week sales training workshop. We work with our clients’ salespeople to “retrain their brains” around the specific application of speed and momentum.
Apply for your strategy session here – https://pgm.troycole.com/strategy-session
And remember, money loves speed. So don’t drag your feet…
Godspeed,
Troy “The Flash” Cole
PS – I mentioned my Morning Formula. This is a daily morning ritual where I review my goals, challenges, motivations, affirmations and mission.
It’s the ideal exercise to get into the right headspace for the day. My Morning Formula only takes a few minutes, but it’s one of the best time investments I make into my business and my personal development.
I recommend it for practice owners, admins and even team members. Anyone who wants to keep developing themselves and get better at life (biz life and personal life) can benefit.
Happy to share more about this if you’re interested. Just message me and let me know…